Director of National Accounts-Specimen Management - Upper Midwest
About The Position
The Director of National Accounts for Specimen Management develops and coordinates the execution of Specimen Management strategy for assigned strategic accounts. The role is accountable for growing the Specimen Management business in those accounts by identifying and pursuing opportunities, driving cross-selling and contracting across the portfolio, and serving as the primary link between the Specimen Management business unit and BD’s Strategic Customer Group (SCG). This is a customer-facing position involving frequent engagement with executive-level clinical and financial stakeholders. The Director builds and maintains customer relationships, identifies and understands business opportunities, and drives results. The role also requires extensive collaboration with the Specimen Management US commercial and marketing organizations and the SCG. The position is intended to increase customer engagement, create synergy across Specimen Management businesses, and deliver incremental growth.
Requirements
- Bachelor’s degree in business or a related discipline.
- At least 10 years of documented sales success across a broad range of healthcare products.
- Prior people management experience.
- Candidate must be located in the Midwest.
- Three to five years of prior Specimen Management account management experience, including contract negotiation and execution.
- Strategic thinking and analysis of business opportunities.
- Project management, coordination, and execution skills.
- Ability to drive solution-oriented selling with clinical and economic stakeholders.
- Ability to navigate complexity and span organizational boundaries.
- Relationship development skills across senior business leaders and clinical experts.
- Excellent written and verbal communication skills and executive-level presence.
- Ability to build trust and credibility, lead in a matrix environment, influence without authority, collaborate, and deliver results.
Responsibilities
- Develop clear Specimen Management strategies for assigned accounts, identifying opportunities and priorities.
- Communicate strategies to Specimen Management commercial teams, including conducting account strategy reviews.
- Work with Specimen Management stakeholders, including RBMs, to ensure strategy execution.
- Develop relationships with influential clinical and economic stakeholders.
- Drive Specimen Management cross-selling and contracting at assigned accounts.
- Craft and deliver the Specimen Management-wide value proposition to account stakeholders.
- Coordinate the development and negotiation of cross-Specimen Management contracts.
- Own pricing and contract incentives, subject to appropriate Specimen Management leadership approvals.
- Monitor contract compliance and coordinate responses to non-compliance.
- Represent Specimen Management in the SCG account strategy development process.
- Identify and pursue opportunities where other business units can unlock Specimen Management growth.
- Ensure Specimen Management account strategies align with BD-level strategies at SCG accounts.
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What This Job Offers
Job Type
Full-time
Career Level
Director
